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Today’s sales teams need to employ smarter tactics than ever in order to secure that big win, and the B2B market can be a particularly tough crowd.

Where selling direct to a consumer (B2C) involves gaining that one individual’s buy-in, B2B (business to business) sales are a lot more complex. There may be dozens of people and multiple departments to convince of your proposition’s value.

A lot of people end up in sales, but very few people end up being truly good at it. Only 3% of buyers trust salespeople and up to 50% think that those working in sales are pushy [1], which might explain why it seems so hard to achieve success and longevity in this particular career.

So why is it that this is such a tricky talent to master? Perhaps the first hurdle to overcome is thinking that it’s ea...

While most companies' sales teams do use their own KPIs to track activity and results, here are seven specific things that you can and should be tracking to see how best to train and improve sales ability.

In the book Selling to Zebras, Koser and Koser noted that the most competitive company in an industry closes only around 15% of its forecasted sales, while its competitors close another 15%. This means a whopping 70% of prospects in an industry will never buy from anyone!

Now, upon hearing this, most salespeople will try to double down on their effort...

You'll find a seemingly ideal prospect who wants your product, but they just don't seem willing to commit. On the one hand, you're glad the prospect is interested in the product, but there is obviously something stopping th...

There isn’t a salesperson in the world who hits his or her target every single month. Not one. Even if you’re a sales wiz, and you’ve never known anything but success – you’re probably going to feel like Old Gil from The Simpsons at some poi...

If even a small part of your job involves sales, then you probably already know how vital good communication is to your success. I can’t explain it any more simply than this: selling is about persua ...

Anyone who knows me will testify that my first, and biggest, message to salespeople is that if you want to sell something, people must like you. My second message is that you can’t fake it: what you ...

The correlation between sales and social media has grown over the past decade, with many small-to-medium sized businesses taking to several online platforms to boost their income. The social networkin ...

Many of us don’t really understand the difference between B2B and B2C sales strategies. This can lead to a lot of time and money wasted with fruitless attempts at selling your product. When you are ...

Being a salesperson is tough, especially in the current economic environment. Companies are being harassed by sales calls on a consistent basis, supply often outstrips demand, and it can often feel li ...

Being a successful salesperson isn’t about luck or being born with certain abilities. The fact is that all heavy hitters in the sales world tend to have certain traits in common, most of which can b ...

Anyone who has worked in B2B sales has faced objections at one stage or another. As frustrating as it can be, it should actually be welcomed because it can give you a helpful insight on how to close t ...

No matter how confident we are in our product or service, most of us will do everything in our power to avoid cold calling. Even the best salesperson will go through days where they try and avoid the ...

I have shared this example many times in the past, but I personally can tell you that I learnt about this because I was making this error myself. When I was quite new to sales, I started to work for a ...

My wife and I had relocated to another country, and were in the market for a new car. Very close to us was a dealership that sold the same car we had in the country we had just left, so we knew the pr ...

Regardless of how good you feel you are at your job, there is always the room to improve as a salesperson via sales training which can make you a little bit more money. In some cases, people can impro ...

As one of the first year courses that I did at university, Personal Selling was a course that most of us hated. Almost everybody in the course would not have intended to be a salesperson but along wit ...